Head Of Distribution - South East

Job Description

Head of Distribution - South East Asia

Based in our Singapore office, the Head of Distribution will lead Sony Pictures Television's (SPT's) South East Asia Distribution team, managing the licensing activities in all media formats and managing all aspects of the business including:
• Delivering the highest level of service to our clients across South East Asia, including Cambodia, Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand, and Vietnam.
• Setting and meeting, with the goal of exceeding and growing both annual and multi-year revenue targets.
• Managing and developing strong executive-level relationships with clients to uncover additional value creation to SPT's business through consultative and strategic selling.
• Constantly evaluating new windowing strategies and their impact among the different media to achieve optimal revenue results for the overall business.
• Setting plans and strategies for short and mid-to-long term growth of the business.
• Identifying and establishing new and potentially disruptive sales and partnership opportunities and business models.
• Developing your team for excellence through strong leadership, vision and communications skills while establishing a positive and collaborative culture.

Reporting to the SVP, Distribution, SPE – Asia, this role will also have a very close working relationship with other SPT offices across Asia, Los Angeles and around the world.

Key Responsibilities Include:

Sales Planning & Strategy:
• Developing, submitting, and achieving aggressive annual and mid-range sales budgets which meet and exceed SPT's growth targets for the region – across products, clients, and projects.
• Conceptualizing, formulating, and implementing sales, pricing, and windowing strategies of major volume and output deals with clients, with an eye towards expanding the business and developing new distribution partners.
• Supervising Sales Planners to develop optimal content mix that would satisfy clients' business needs while optimizing the usage and monetization of SPT's content library and franchises.
• Strategically and aggressively sell all of SPT's lineup of TV Series and maintain an intense focus on monetizing Library content across TV Series and Features.
• Providing accurate and useful sales projections on individual projects and products in a timely manner, ensuring sales budgets are met.

Sales Management:
• Developing, growing, and maintaining trusted and collaborative relationships with SPT's clients across South East Asia.
• Identifying and developing strategic-level relationships with executives, stakeholders, and clients for SPT to provide consultative/strategic business solutions to partners. Develop a deep knowledge of our clients' businesses, objectives, and challenges.
• Managing content, format sales, and deal negotiations to clients across all media formats, including VOD, EST, SVOD, and linear media while maximizing commitments and generating additional revenues.
• Conduct high level product pitches and negotiations with a wide variety of clients across the region.
• Identifying and developing new, potentially disruptive, business models and partnerships to broaden the reach of content to South East Asia consumers.

Internal Relationships:
• Managing and developing the Distribution, Sales Planning & Operations and Marketing teams across South East Asia; identifying their strengths and areas for growth. Coach and recommend training needed to further nurture their talent and career paths.
• Establish a positive, collaborative culture of teamwork and partnership. Build positive relationships internally across all teams and colleagues in Asia-Pacific, Los Angeles and across the world.
• Holding regular team meetings, ensuring that all direct reports and colleagues are in full understanding of the direction and vision of the South East Asia operation.
• Supervising Sales Planners, ensuring appropriate, accurate and timely support is provided to the Distribution team, including avail lists and contractual documentation is in place for all deals.
• Managing the Marketing team in South East Asia, ensuring that Marketing understands the priorities of Distribution and the wider organization, and that Distribution and Marketing are aligned on strategic goals and priorities.
• Managing and monitoring relationships with SPT's product fulfillment division, ensuring quality services are provided to satisfy customers' needs.
• Managing the local Transactional Distribution business to provide promotional and marketing support for digital clients and ensure Transactional revenue goals are exceeded and year on year growth targets are achieved.
• Working closely with Legal, Finance, Production, and other Sony Pictures divisions and Sony companies to maintain strong relationships and develop joint business opportunities.

Candidate Requirements:
• Typically a minimum of 10 years of experience within the TV/Media industry, with at least 8 years' experience in a Senior Sales role, with advanced sales and negotiation skills.
• Successful leadership experience and demonstrated ability to instill a positive, collaborative culture, while working in a senior sales management role and managing a team.
• Able to work with various internal stakeholders, including senior managers and peers across Asia and the world.
• Knowledge of the media landscape, ideally with experience in the cable, broadcast, and OTT space.
• Ideally experienced in distribution and licensing functions in the South East Asia media industry; exposure to TV content production a plus. Knowledge and experience producing and/or distributing local Asian content also a plus.
• Can navigate both the conceptual big picture and the daily operational aspect of the job.
• Excellent and clear communications skills to convey requirements of the South East Asia market and/or clients to regional SPT offices and senior internal stakeholders and vice versa.
• Strategic thinker and also a doer – willing to do the work with the team as well as manage and lead the team.
• Comfortable and experienced in the usage of data and numbers to quantify the impact of sales plans, strategies, and visions.
• Proven experience in leading, developing, and motivating a small to medium sized team towards business and personal growth and achievement.
• Highly motivated, tireless, and results-driven, self-starter with a strong passion in the US and South East Asian TV industry.
• Exceptional interpersonal skills and a positive ''can-do'' attitude are essential to build and maintain strong and collaborative working relationships with clients, and key external and internal stakeholders.
• Can operate in a fast-paced, demanding environment with multiple priorities and simultaneous negotiations.
• Flexibility to travel regularly.
• Fluent written and verbal English communication and presentation skills; other languages in South East Asia are a plus.
• Please note that this role is based in Singapore. To be considered you must have the appropriate immigration permission to work and reside in Singapore.

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SGP - 77 Robinson - SPRI

Jobcode: Reference SBJ-gqqy41-3-15-235-196-42 in your application.